Territory Sales Manager (South Central US)

Job Scope:

As a Territory Sales Manager, you will have the opportunity to co-develop critical functionality of next generation Life Science equipment with OEMs and OEM Design Partners. PPF's TMs are responsible for the growth of Parker Precision Fluidics (PPF) business by developing and maintaining B2B customers and supporting customer projects within the assigned territory. The key customer roles you will be interacting with on a daily basis are Engineering, R&D, and Procurement departments. This is an ideal role for the technical and social person looking for the next stage of their professional development.

Typical customers will be within the Clinical Diagnostics, Respiratory and Anesthesia, Patient therapy, Molecular Analysis and Separations, and Agent Detection industries. Our broad portfolio of technologies include miniature solenoid valves, proportional valves, multimedia valves, application-specific manifolds, pumps, and electronic pressure controllers and the opportunity to utilize multiple technologies for a subsystem level solution that could also include Parker products from other Divisions.

This position can be based in any state within the assigned territory.

Assigned Territory: Arkansas, Alabama, Colorado, Kansas, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Texas, Wyoming, Mexico

Travel: Must be willing to travel to the extent necessary to accomplish essential job functions including customer meetings, attending seminars, training, and division meetings (typically 50% to 75%) as permitted by COVID-19 travel restrictions. Office: Territory Managers are required to maintain a home office in the territory.

Job Responsibilities:

• Develop Territory Growth Strategy, Plan for Every Customer (PFEC), annual business sales and call plans with Manager to focus on meeting or exceeding Division's and Territory's growth goals, sales plan and deployment of Division's strategies.
• Develop and maintain OEM accounts by working closely with the respective decision makers in Engineering, R&D, and Procurement Departments as well as upper management within assigned territory.
• Serves as the customer's advocate within Parker by acting as the liaison and facilitator for the timely resolution of issues regarding any aspect of Parker support. Identifies technical, logistical, performance, or support issues with Parker products or services and leads or collaborates with team to resolve the issue. Evaluate, recommend, and implement strategies to increase customer satisfaction.
• Plan, coordinate and confirm weekly itinerary to include 8-10 customer face-to-face (when possible) meetings.
• Provide solutions to OEM applications using the principles of fluidics, Parker Precision Fluidics product offerings, and other Parker products as needed. Become the trusted fluidics advisor for OEMs in your territory. Has the ability to translate customer requirements into proposals that are priced to win and provide acceptable profits to meet company guidelines.
• Prospect and penetrate new potential customers in territory to support Division initiatives and Territory Growth Plans
• Capable of obtaining customer intel/forecasts, analyzing customer sales / ordering history and trends and translating that into division specific action plans as it relates to FY plan and outlook.
• Understand details of the major OEM applications both in and out of the assigned territory. Serves as the customer expert and Voice of Customer resource for accounts in the assigned territory.
• Coordinate, lead or participate in negotiations for commercial agreements in line with Parker Hannifin policy utilizing Division management and Corporation legal department resources as necessary.
• Organize and participate in customer meetings, customer presentations, and visits to Parker facilities.
• Maintain a complete and up to date project tracker for all projects/programs with annual sales $100K+ and new projects with $100K+ potential.
• Develop proficiency in consultative and value selling techniques used by PPF and continue professional development through training, attending trade shows/seminars and reading trade publications, etc.
• Attend required tradeshows and actively pursue leads and contacts in and out of assigned territory.
• Support Marketing, New Product Development or other Division initiatives as a commercial leader.
• Adhere to all company policies, procedures, and business ethics codes.
• All other duties as assigned by supervisor.

Job Qualifications:

• 5-10 years B2B direct OEM Sales Experience selling to large, complex customers, preferably in Medical and Life Sciences markets.
• Bachelor's Degree in Engineering/Engineering Technology preferred. Business degree optional with required experience.
• Background in miniature fluidics, pneumatic or hydraulic components and integrated systems or similar products preferred.
• Ability to understand, describe, and discuss problems and present solutions over a long and complex design process.
• Ability to develop, maintain and nurture long term customer relationships
• Excellent written & verbal communication including MS PowerPoint, Word, Excel and Outlook, experience in CRM software preferred. Ability to communicate effectively with all levels of management and peers within Parker and Customer organizations.
• Excellent emotional intelligence, interpersonal & time management skills.
• Proven ability to grow faster than market growth rate in territory.
• Project management skills and ability to lead, collaborate and facilitate diverse teams.
• Creative problem-solving skills.
• Negotiation skills and judgement

Parker Precision Fluidics Division (PPF) [www.parker.com/ppf], is one of the world's leading providers of Life Science components and subsystems. Our division delivers leading edge fluidic solutions that enhance Life Science customer's technology and increases their speed to market. This is achieved through direct engineering collaboration with customers to generate technical solutions optimized for application specific requirements to support critical functionality of next generation Medical and Life Science Instrumentation. In addition to our technical solutions, our customers look to us for industry leading lead time, reliability and support through our long-term business partnership.

PPF team members are entrepreneurially customer focused (internal and external) with the infrastructure and support of a mature Division utilizing continuous improvement, the Parker Toolset and Win Strategy. Our culture is built on a foundation of integrity, innovation, and customer satisfaction which results in a Division that consistently grows, winning multiple CEO awards and, best of all, our team members share in Parker's success.

Parker Hannifin is a Fortune 250 global leader in motion and control technologies. For more than a century the company has been enabling engineering breakthroughs that lead to a better tomorrow. Learn more at www.parker.com or @parkerhannifin.

Parker is an Equal Opportunity and Affirmative Action Employer. Parker is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job related reasons regardless of race, ethnicity, color, religion, sex, sexual orientation, age, national origin, disability, gender identity, genetic information, veteran status, or any other status protected by law. However, U.S. Citizenship, Permanent Residency or other appropriate status is required for certain positions, in accord with U.S. import & export regulations.

("Minority / Female / Disability / Veteran / VEVRAA Federal Contractor")

If you would like more information about Equal Employment Opportunity as an applicant under the law, please go to Know Your Rights: Workplace Discrimination is Illegal (eeoc.gov) and Genetic Information Discrimination

Drug-Free Workplace
In accordance with Parker's policies and applicable state laws, Parker provides for a drug-free workplace. Therefore, all applicants seeking employment with Parker will be subject to drug testing as a condition of employment.